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Perspective _

Its АП About Utilizing che Opportunity

Month after month, I sit and contemplate what 1 am going to
say to you, I wonder if what I say makes sense in reference to
improving your business. J also wonder if my personal stories and
experiences mean something to you as you go out into the ficld
cach and everyday.

"This month, I thought about telling you a story about our new
family installment — Spanky, the baby goat — but I couldnt find
а way to correlate it to our business. Given that, I won't even
ко there,

"This, however, leaves me back at square one, “What do 1 tell
these Agents who pour their hearts and souls into their business?
What can I tell them that will motivate them to push a little
harder, hang on a little longer because in the end they will realize
all the true opportunity that American Income and National
Income have to offer?”

1 have always believed that being a part of American Income
and National Income offers a tremendous opportunity. ‘There
is the opportunity to learn, the opportunity to grow, and the
opportunity to be as successful as you want to be. Knowing this,
1 decided on talking about utilizing the opportunity that presents
itself each and everyday.

American Income and National Income have a long tradition
in dealing with the labor market. ‘This is the foundation of our
business — the “core” if you will, “Therefore, I am sure if each
of you were to examine your business you would notice that the
majority of t comes from this market, However, I wonder how
many of you have thought about building on this foundation by
breaking into other markets — ie. credit unions, associations,
Globe leads, and Child Safe, ‘Think about this realistically, Are
you utilizing the opportunity to its fullest potential?

"This month, Scott Smith, Executive Vice President, contributes
first article regarding non-traditional leads, and how you can
better utilize the unconventional leads you have in your repertoire.
Included with his contribution, we have also included a write-
up on Willie Hollis, a new Agent with the Steve Friedlander
Agency, who is taking full advantage of these non-traditional
leads and. making it work for himself and his Agency. When.
T asked Steve about Willie he said, "When T first met Willie,

lalso met his wife Teresa. They both wanted to help families,
and they knew Child Safe was what would accomplish this goal.
‘They believed this program would give them the opportunity to
benefit both their community and themselves. Willie has also
personally recruited new Agents and is assisting them in utilizing
the opportunity of non-traditional leads like Child Safe. I believe
they too will do well because Willie is counting on them to help
us grow, Willic has done well from the start and is continuing
to improve, spreading the word about the wonderful benefits we
offer. 1 believe it is the culture we have created that makes things
like this happen. We live in a changing world. We have to stay
ahead and not get behind.’

As I have thought about what Willie has done, I believe he has
made this successful because of his commitment not only to labor,
but his community as well, He has taken it upon himself to break
from the status quo. 1 am confident that in the long-run this will
pay off for Willie, his customers, his Agency, and the Company.
Willie is definitely an example of what can be done in utilizing
the opportunity of non-traditional leads.

In this issue, we also examine, "The Power of Public Relations."
We ask the all-important question, "Are you utilizing your Public
Relations team to their fullest potential?" Our Public Relations
teams work hard everyday establishing relationships with the labor.
community so that you may have a leg-up with the prospects you
visit. "Thinking about this concept, it is hard not to realize that
what these PR folks do impacts your business in a big way. If
you need an example of how PR impacts your business, take a
look at the Durhon Oldham Agency which utilize their PR team
to reach out to union members and make their presence known
in the political community by getting issues regarding working
families brought to local political platforms. In the end, this gets
the word out about the Бепей we offer, the causes we support,
and is not only an advantage to the Agents and the Agency, but
to the Company as well.

Again, 1 hope what I have discussed has helped — even in some
small measure — to improve you business, to motivate you in way,
shape, ог form, and possibly shown you the benefits of maximizing
the opportunity you have with AIL and МИЛСО.

Back to the basics and getting better at it!

2 Spotlight May 2005 № Back to the Basics

News Page

2005
All business and PR credits must be at the
Home Office to count for June production.

Total Bonuses Paid Out

This month AIL and NILICO paid a total
of $685,009.01 in bonuses. For more
information on the monthly bonuses, turn to

Page 16.

[Required Retention Rate

Effective Jan. 1, 2005, to be eligible for
bonuses and featured in Spotlight, Producers
must meet the required Retention rate or the
minimum Net to Gross. The Net to Gross
rate varies based on bonus guidelines. ‘The
rate listed below is for Spotlighe recogni
only. Net to Gross is used only during the
Producers first eight months.

Retention: 6896.
Net to Gross: 78%

The asterisks, shown throughout the
magazine, indicate that place will be a year-
to-date award winner. The Producers, who
will be recognized at the New Orleans
Awards Presentation, are the: top SGA from.
cach category, top two PR Managers and top
two PR Representatives from each category,
top RGA. top five MGAs, top five GAs, the
top SA, and top ten Individual Producers.
Check your production! If there is an asterùsk by
your position, you could Бе on your way to The
Fairmont in New Orleans! The convention will
be beld July 27-30, 2006.

Congratulations are in Order!

"Timothy Clark, a Producer with the Jim Surace Agency,
achieved $100,000 of 13-month in force premium.
Anastasiya Fedosova, а GA with the Tom Williams
Agency, achieved $100,000 of 13-month in force
premium.

Sylvia Freeman, an SA with the Williams-Williams
Agency, achieved $100,000 of 13-month in force
premium,

Noc Gonzales, a GA with the Jatoft-Foti Agency,
achieved $100,000 of 13-month in force premium.
Carlton Lear, a Producer with the Bob Olson Agency,
achieved $100,000 of 13-month in force premium,
Andrew Limoli, а GA with the Durhon Oldham
Agency, achieved $100,000 of 13-month in force
premium,

Helen Taylor, a Producer with the Rick Altig Agency,
achieved $100,000 of 13-month in force premium.

Knowing the difference between “add-on” and "bill with”
can reduce confusion in instructions to the Home Office,

‘An “add-on? is used when adding to an existing policy:
* Benefit (example: Waiver of Premium, B2000)
> Rider (example: ‘Ten Year Term, Spouse Rider)
Write at the top of the application, "add-on to 1234567."

Also, please check the бох "Rider Add-ons/Conversions" on
the new business transmittal,

A “bill-with’ is used when the coverage is to be billed
with an existing policy (example: Whole Life, A71).
Write the existing policy number at the top of the
application as follows, "bill with #1234567."
Following these simple guidelines can save everyone
time, and will help us determine your intentions when
you made the sale,

Founder’s Club Outstanding Producers
April 2005

Founder's Club Outstanding PR Representatives
Арт 2

ohen/Hartman 2

Майа Arony

11846 Cards

ailife.com
ailifecareers.com
nilike com

Marketing
Creative Director
of Marketing
Brenda Frizzell
frizzelluilifecom

Graphic Artis
Michael Trout.
mirsuf&trshmarksorp som
Freddie Aguilar.
expg@aol.com

ве

Spotlight May2005 № Back to the Basics

Promotions

Promoted to 52,5 Percent Supervising Agent
Evelyn Amador __ Kimblin Соми Carlos Gonzalez odd Krentzel Timothy Meyer Christopher Roden
Kevin Barrow Kevin Dion Fernando Gonzalez Christopher Kroshus Gisela Motta Joseph Rodr
Bradley Bittner Kristen Dore Fargo Hall Ka Law Edward Murphy Bobby Salmons
Nicholas Bromhal Shaun Ferguson Howard Heron Nichole Lincoln Edward Osborne Jason Shambo
‘Michael Castell Jameson Flaherty Timothy Howe Jorge Lopez Bret Padilla Matthew Shannon.
Sabeel Caudle E] Tandy Franklin Jen Ingimundson Ryan Lundahl Ronald Rivera Brian Taylor
Marco Chow Ryan Freund ‘Alexandre Kalinie Nathan Marsh Brian Robbins Andrew Turk
Jeremy Coakley Jessica Gibson Garth Kaufmann Flavio Mendes Jason Roby Shamir Wallani

Promoted to 55 Percent Supervising Agent
Rog Beaudro ‘Joshua Harris. Thomas Queen
Cody Bellah Shea Maliszewski Nathan Snider
Shakia Crump “Taniqua Medina Matthew Willrodt

Promoted to 57.5 Percent General Agent
Richard Barbour ‘Clayton Frost Kimberly Mals Mark Raiman “Thomas VanOsdol.
Dane Carruth Mark Gorman Thomas McElwee Dustin Tolbert Brian Varney
‘Timothy Clark Matthew Ho Joel McNett Robert Trudden
Matthew Dahler Phillip Humbel Jorge Negron Robert Trujillo

Promoted to 60 Percent General Agent
‘Alex Bluhm Lynn Cao

Promoted to Master General Agent
Derrick Bates Sidney Hodgskiss Katharine Josh Tony Motley
Ryan Eckroth Matthew Hogan Richard Koschatzky “Tara Soderman
Gary Fix Danielle Holmes Earnest Loveless Jason Young

Promoted to State General Agent
Erik Graham Steven Jakubczak Mare Rosen

4 Spotlight May 2005 E Back to the Basics

Happy Anniversary!

__ Company Anniversaries

Thanks for all you do. Congratulations!

32 Years of Service
David Blaisdell

29 Years of Service
Roger Johnson

26 Years of Service
Joseph Manone

22 Years of Service
Suzanne Powers

21 Years of Service
Steve Friedlander

17 Years of Service
John Wagner

15 Years of Service
Steve Foti

13 Years of Service
David Thornton

10 Years of Service
Steve Hartman
Lawrence Hauck
Vedran Pipinic

9 Years of Service

Durhon Oldham.
Leo VanDenBussche

8 Years of Service

Bruce Goudy
Michael Hanson

7 Years of Service

"Thomas Reddoch
Al Wall

6 Years of Servic:
Theresa Bellajaro
David уе

5 Years of Service
‘Timothy Clark
Wayne Hendricks

Allan Jennings
Bill Jennings

4 Years of Service
Pat Alessi
James Bailey
Timothy Collier
Joseph Diecedue
Joseph Galusha
Steve Greer
Patricia Lee
Jim Read
Jennifer Schnarr

3 Years of Service

Paul Hall
Travis Vandeberghe

2 Years of Service

Sandi Babcock.
William Bell
Keith Campbell
Lauran Gintel
Brian Hugli
Vanessa Kanaan
Nada Markovic
Joanne Marks
Patrick Mazerolle
Cheryl McLean
Jay Meyer
Dustin Miller
Richard Miller
Peter Novellino
Michael Pope
Dan Камп
Rebecca Rushnol
Cristina Simao
Lily Tchen

1 Year of Service

Clark Andrews
Allison Bankowski
John Barsuch
Kelly Berger
Tyleste Billingsley
William Childress
William Coffey
Darrel Courson
James Davis
Patrick Dinan

Spotlight May 2005 WB Воск to the Basics

1 Year of Service Cont,

Randy Durazo
Gregory Eastman
Donald Goodman
Andrew Graff
Matthew Guertin
Kevin Hahn

John Hornak
Michael Leith
Russ Merkow
Levar Morgan
Gilbert Nesmith
Edward O'Brien
Richard Rothschild
Matthew Sharrock
Tara Snowden
Deborah Vella
Anthony Walthour
Ryan Wilkie

Individual Producers

Burnaby, BC

Los Angeles, CA

Concord, CA

Halifax, NS

Auckland, N

Las Vegas, NV

Edison, NJ

6. Nadia King
Santa Rosa, CA

Los Angeles, СА

Marietta, GA

Spotlight May 2005 № Back to the Basics

April Production

Individual Producers

1. Raymond Lau $34,684 731 | Russell Chang Rick Altig

All Time Record to

Month: Ne ALP

2. Thomas Cullen 20256 94 Dustin Venekamp. Altig-Orlovic
3. Alejandra Godoy 20,78 | 96 David Iriye David Cohen
4. Ricardo Ferreira 20,119 84.6 | Barry Dillah Eric Giglione
5. Omar Hashimi 19,658 774 |Steve Foti Jntoft-Foti
6. Nadia King 19315 68.8 | Nadia King ‘Altig-Orlovie
7. Kevin Haines 19,185 68.5 | Eric Dionne Imran Satti
8. Max Quasem 18,966 885 | Earnest Loveless David Cohen
9. William Hollis 18,517 | 100 Lawrence Hauck Steve Friedlander
10. Sylvia Freeman 17,776 Williams-Williams
1L. Lily Tehen 17,647 David Iriye David Cohen.
12. Timothy Cruise. 17,592 Bob Olson
13. DeSheila Hargrove 17,560 Diane Carrion Eric Giglione
14. Lance Brown 17449 Steve Hartman
15. Crystal Valentine 17,342 Steve Hartman
16. Daniel Potilechio 17,018 David Wang Bob Olson
17. Carla Miller 15,905 John Akers
18. Robert Appel 15675 | 82 Russell Morris "Tom Williams.
19. Peter Kang 15525 | 100 Jeremy Welch Slav Bitman
20. Maijargal Sukhbaatar 15222 742 Gleb Ostrovsky
^ Percentage of Net to Gross.
All Time Be
YTD Production YTD: $277,779 Net ALP
AL Rtn
b $76,156 79.6
Б 75934 755 John Akers
К 71,504 85.0 Steve Hartman
а 68,969 837 Bob Olson.
" 66341 | 83 Joseph Moore "Tom Williams
Я 64,664 774 | Steve Foti Jatoft-Foti
. 63,321 88.5 | Earnest Loveless David Cohen
A 62,370 71.8 | David Wang. Bob Olson
E 59,730 77.2 | Diane Carrion Eric Giglione
H 59,611 70.2 | David Iriye David Cohen.
. 57.881 896 |р; Wang Bob Olson.
12. Samantha Chui 57,334 87 Bridgitt Driscoll-Hunt Williams-Williams
13. Ruben Soberanes 56,758 778 | Doreen Ryan-Foti Jatoft-Foti
14. Cody Bellah 56399 | 86 Geneser-Geneser
15. Helen Taylor 55,429 72.5 |Shamshinder Sidhu Rick Altig
16. Nadia King 52,008 688 | Nadia King Altig-Orlovic.
17. Crystal Valentine. 51,684 843 Steve Hartman
18. Ricardo Ferreira 49,843 846 | Barry Dillah Eric Giglione
19. Ronald Friedlander 49,000 75.7 | Theodore Pappas Eric Giglione
20. М ое Gonzales 48,819 794 | Doreen Ryan-Foti Jatoft-Foti
4 Percentage of Net to Gross

Spotlight May 2005 in Backto the Basics

Company News

Wer

Proud to S:

American Income and National Income boast
combined assets of over $1.2 billion with more
than $22.7 billion of life insurance in force.

+ We are licensed throughout the United States,
Canada, and New Zealand.

We are one of the largest providers of supple-
mental insurance benefits in our marketplace.

y We're A Part of American

Income and National Income, and Here is Why!

J
Wait! Theres More!

According to online information, facts, and
stats released by the Insurance Information
I
National Income’s holding company, is among
the top 20 U.S. Life/Health Insurance Groups
and Companies (based on 2003 revenues).

Rank

tute, Torchmark, American Income and

Company Name

Agent Tips
Providing Plus One Service Starts with the Basics

As the Home Office focuses on service — to our Agents and customers — we are also researching ways to help
everyone have a better understanding of what Plus One Service really means — from the ground up. Below is a Claims
hint that will help you provide better service and in turn allow the Home Office to provide better service, Also, take a
look at how the process becomes full-service with the “Good News Archive" (shown in the box below).

Each policy written by American Income or National Income
contains an Incontestability Clause. This clause is something
which should be a part of the sample policy review which takes
at the time of application, The clause states that during the
ars the coverage is in force, the company can contest
айу of the information provided on the application. The
ion provided on the appli nswer to the

questions asked by the Agent when the application.

ion isin

all, the coverage was issued and they have the policy in their
hand. However, this investigation may y to verify
all information regarding medical and personal history was
accurately recorded at the time the application was taken and to
ablish the onset of the condition that resulted in the claim.
The im

processing a claim while medical history is obtained from

be nec

ase the amount of time for

igation process will inc

the attending physician or hospital. It may also ће

is taken. The applicant signs an application necessary to verify arrest and driving history.
• A.M. Best, one of the country's oldest and most 1 MetLife for insurance attesting to the accuracy of the Payment or denial of the c annot be
respected ratings companies, rates American ЕН " information provided on the application. М а Laow the established until all necessary information.
i “ ior" 2. Prudential Financial ‘Therefore, it is very important that the. Б ы ONS is received. Our current turnaround
Income and National Income A+ “Superior, = = <= дању Hiie eia 3 Q” Xn 5 3
F A > ~ 3. TIAA-CRE questions are asked exactly as they are. Q" words — quality time for processing claims is three to
its second highest rating for overall financial a : Т ane are recorded р is four days; however, ЈЕ М
4 New York Life written and the answers are recorded and quantity, but have you four days; however, if an investigation
strength (as of 4/04). 3 exactly as they are provided by the ETE EM 3 is required, that time is extended
5 Mass. Mutual Life applicant, Complete details can ШО C' word The ини all the requested information is
* We have a strong relationship with labor unions, 6. Northwestern Mutual be recorded on, or attached to, the “С” word is contestable. What received.
credit unions, and associations which allow 7. AFLAC application or sided required does the “С” word mean to We want to be able to provide the |
Т + ^ р questionnaires. The Underwriting 7
us to actively support and become involved in 8. UnumProvident 855 5 ий gend you? Your Agency? And, fastest possible payment of claim
labor and labor related causes. c John Hancock пале provided on the application based on the Company? enm put ines eaten
? : 0. incipal Financia idelines of age, amount, and recorded г ВИО being о ое
* American Income and National Income offer a 11 с T ги » БА pen 5 55 Remember, Underwriting provide an answer regarding cligibility for
) which-eabased 1 Quan Life of Amer рам every aprendon See EU ae shat
F A 1 heen Бана Насаи af од with ы б mi
3. Ancoln Nationa providers of medical services as well as the policyholder
cial security from the very first sale for years to 14 588885 During the time the policy is “contestable” (two years from the 1 home will not accept assignment
come. E 1 m date of issue) any claim is subject to investigation. This includes. understand an investigation will be
У A 15. Pacific Life claims for death benefits, hospital, cancer, or accident claims, conducted. Therefore, it is important to be prepared to address
+ At American Income and National Income, 16. Mutual of Omaha or claims for disability benefits. This investigation process this situation with your clients. Know the process and the terms
Sy у P y P
there are always opportunities for promotions 17. Western & Southern can be confusing for the policyholder or beneficiary.After of the policy. Do not promise more than we can provide,
and advancement. 18. Jefferson-Pilot
19. Unitrin
— Torchmark Good News Archive

Notes From Home Office Raving Fans

Great Things to Say

Last month, an e-mail was received from a New Zealand policyholder regarding payment of her claim. Even though
additional information was required to fully evaluate her claim, she expressed her appreciation for our assistance, and
her satisfaction with our customer service. The electronic transfer of the funds to her bank account was also a plus.
Thanks goes to Claims for handling this matter in an efficient and professional manner.

About a Great Company!

8 Spotlight May light May 2% the Basics 9

Supervising Agents General Agents

Los Angeles, СА. Ralcigh, NC
Great Neck, NY
1 H Denver, CO H Denver, CO e Auckland, NZ
Albuquerque, NM

— | ис зета All Time Record to Be
April Production Month: $102,403 1st Yr. Bric Neal Month: $111,262 Net ALP Bric Neal

Lynn Cao к т David iche David Cohen.
Robert Trujillo Jeremy Welch Slay Bitman
Steven Dichiaro д у 3 | Danielle Holmes | Bill Jennings
James Worf T .8 | Joshua Goodman | Bill Jennings
Karen McQuoid. Lawrence Hauck | Steve Friedlander
Cesar Astralaga и 30,43 Dorian Oldham | Durhon Oldham
Jeffrey Oskman Е Y Е Williams-Williams
Matthew Ho н 7 Russell Chang Rick Altig

И Time Record to B.
Month: $43,409 Ist Y — | Month: $68050 Net ALP Mary Ann Gacie | m Gk

. Philip Prata. I т Eric Giglione
X Gershon Klein б v Dod Ackerman | Eric Giglione

. Luis Heredia > E Joseph Callahan — | Wes Bangs
|. Evelyn Amador 1 T Earnest Loveless Dad Cohen Mark Zastrow Wayne Hendricks | Joseph Manone

j. Shannon Spindler Christopher Clark — | Rick Altig 10. Bradley Kulak 3 и L4 |Jim Bianchi Durhon Oldham.

All Time Record to Beat
roducti YTD: $489,120 1st Yr. Eric Neal YTD: $864,620 Net ALP
All Time Record to Beat YTD P. оп ——

YTD Production : 526; y Am Gal УТО; $443893 Net ALP Mary Am Gaclic Yeas

Agent
1* Year

Sena veene

NetALP NG

$101,255 Е Williams-Williams.
120,928 .5 | David Hausman _ | Eric Giglione
119378 David Iriye David Cohen
138,563 Danielle Holmes Bill Jennings

Net Aly NG Rtn
Agent
. Terrence Thomas , ‘Joseph Callahan | Wes Bangs
. Rog Beaudro x Derrick Bates Steven Greer
. Shea Maliszewski . $ Michael Walsh kick Altig
„ Jane Ronga T j David Hausman | Eric Giglione

122,840 Eugene Melamed | Slav Hitman
190,586 ‘Mathew Hart Jim Surace

. Ricardo Ferreira 3 Barry Dillah Eric Giglione 134,970 Lawrence Hauck — | Steve Friedlander
85,354 ‘Tim Schroeder Marc Morton
И . 97,321 8 | Joshua Goodman | Bill Jennings
Supervising Agent selection guidelines for recognition in the Spotlight are as follows: Mast Arve one Fiat Yaar Agent coded and mee al reduction reguirements. ү 83,716 Wayne Hendricks | Joseph Manone

General Agent selection guidelines for recognition in the Spadlighr are as follows: Must бае tro Fist her Agents coded and meet al production repirement.

10 Spotlight May 2005 WI Back to the Basics Spotlight May 2005 N Back to the Basics 11

Our foundation here at American Income and National Income is based on our strong partnership with organized
labor, We have worked with unions for a half
nized, Through the relationships we have fostered over the years, products and services have been developed with

пешу and are a company which proudly proclaims we are fully
оп

workers and their families in mind,

Also, over the years, we have created and supported a culture of action both in everyday union circles and the political
We believe in building rela ment in mind, and our Public Relations team tale
this to heart each and every day.

are

ionships with the labor mov

Our business revolves around relationships — from the one-on-one contact you have with clients and prospects to the
mutual meetings with labor leaders. In the end, all has to do with the "power of public relations.” Take a look at the
Farenthold, a PR Representative from the Durhon Oldham Agency; it outlines the

true power a relationship can have on our business and the needs of the labor movement.

story below, submitted by George

A New York VI. E Visits National Income

When the Attorney General of New York comes to call, it often strikes fear into the hearts of today's corporate chiefs.
However, when he came to visit us at National Income Life, do you think that Roger and Durhon were worried? No,
of course not.

We don't have any compliance issues in New York — no, not us. Could it be that someone is writing bad or controlled

business? No, that isn't us either. Relax, our VI. E visitor was so much more friendly and social than that

Yes, he did have a security detail and his three aides greeted us all. However, the real question is, "Why would this
VI f stop by to see us and just come in to visit?” To say it in a few words it is because we had done what many could

not in the last four years — we had succeeded!

L only wish everyone in the American Income and National Income family could have been there. It was truly a high
point in 23 years with my union and my company.

Durhon gathered staff and mana
Attorney General, Eliot Spitzer. The place, appropriate to the occasion, was the Durhon Oldham Agency's newest

gers, our friends in labor, and his other allies to hear personally from our New York

office complex in Rochester. For all of us involved, it was like a royal christening of our new space.

Eliot Spitzer, now an announced democratic candidate for Governor
of New York, is being hailed widely as the new "Sheriff of Wall
Street." Lucky for us as OPEIU members, this was our

chance to meet, support, and hear a presentation first hand from arguably the finest Attorney General in the United
States. OPEIU members from Local 277 and Local 212 were also present, as were leaders of all three Upstate New

York area labor federations.

Spitzer focused his remarks to us on how we as New Yorkers can move beyond economic stagnation, and how to create

Mr. Spitzer
argues passionately about turning New York's economy around. No one doubts, or is in denial, we have been in the
doldrums since Sept. 11, 2001

a new economic model that is responsive to old traditional industries but also to high-tech development

For over one hundred years, Upstate New York has been a leading site of business evolution through the development
of products, patents, and visionary personnel; however, in recent years many of our manufacturing jobs have been lost.
The names are legend — IBM, Kodak, Xerox, Carrier, and Bausch & Lomb, Conversely, the reality of today's business

is less encouraging than these famous names usually imply

Business leaders are seeking, and are in need of, an educated workforce — a workforce that can help propel their
company and other companies forward. Business leaders need and also want a government that is able to effectively

provide an infrastructure that helps it lower its operating costs

Meanwhile, we the public are also seeking a reasonable standard — efficiency, accountability, and transparency, No
one personifies these reforms more than Eliot Spitzer. He has brought corporate greed to account in court and won!
If he is successful in his quest for Governor of New York, few doubt he can do even more to level the playing field for
working families.

In his personal remarks, Spitzer referred often to both Roger Smith, President & CEO, and American Income
founder, Bernard Rapoport by name, as he claims both as supporters and friends. Не graciously thanked Durhon for

the opportunity to speak and visit our new facility. Truly,

it was a great experience.

Eliot Spitzer is one truly impressive public servant and

one fine American, and I think it fair to say he can

add all of us at National Income and members of
OPEIU 277 to that list of new friends too.

To access more information about the Spitzer
Campaign for Governor, go to his web site at www.

spitzer2006.com.

George Farenthold, PR Rep
The Durbon Oldbam Agency

Master General Agents

3] Edison, NJ EJ Rochester, NY
Г Concord, СА à | Houston, TX. F] Southfield, MI

All Time Record to Beat All Time Record to E

Month: $190,653 Ist Yr. Slav Bitman Month: $250,859 Net ALP Jim Вала

fear

Agent

April Production

NetALP NG

Eric Giglione
Jim Bianchi 5 .3 | Durhon Oldham

_Regional General Agents

Denver, CO

. Doreen Ryan-Foti
AJ O'Connor

. Sonny Gurney
. Horace Johnson
Christopher Hernandez.
„ DeMario Cooper
. Robert Dunn.

. David Iriye

Jatofe-Foti
Steve Greer
Paul Rumbue
‘Tom Williams
Chris La Fond
Slav Bitman
Marc Morton.
David Cohen.

1" Year

Name m

NetALP NG

Eric Giglione
Eric Giglione

All Time Record to Beat
Production | YTD: $1,705,178 Ist Yr. Slav Bitman |

. Jim Bianchi
. Doreen Ryan-Foti
. Eugene Melamed
. Scott Keeney
. Jason Mollo
„ Joshua Goodman
9. DeMario Cooper
10. Brian Traboulay

А gent

$347,176

293,132

273,088

265,221

231218

210,732

198,573

187,369 285,854
181,490 180,762
178,948 290,652

Bill Jennings

All Time Ri
[ YTD: $2,168,283 Net ALP Paul Rumbue |

YTD Production
Nie 1“ Year

NetALP NG
que tALP NC

Eric Giglione
Steve Greer
Durhon Oldham
Jatoft-Foti

Slav Bitman
Oldham-Hadayia
David Zophin
Bill Jennings
Slav Bitman
Rick Altig

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Muse haw fur First Year Agents coded and meet al prediction requirements.

Spotlight May 2005 Wi. Back to the Basics

Spotlight May 2005 IB Back to the Basics

_ Bonus Page

Max Оазет.
Omar Hashimi
“Sylvia F

Crystal Valentine а
Daniel Potilechio ~
DeSheila Hargrove

‘Total Retention Bon

Bob Olson.

Total PR Bonus Paid: $26,135.87 41 PR Reps Qualified

* Only the top ten qualifiers in each bonus category are shown. A full list of bonus qualifiers is provided on
the inserts accompanying this magazine.

16 Spotlight May 2005 E Back to the Basics

Contributions

MONETARY DONATIONS

American Income & National Income

+ Gave $5,000 to the Campaign for America’s Future for their
Gala Awards Dinner,

+ Donated $2,500 to the Labor Project for Working Families.

| * Donated $2,500 to the National Interfaith Committee for
| Worker Justice.
+ Contributed $1,000 to the IWDC.

Rick Altig Agency
* Gave $250 to the UNDE scholarship fund.
+ Donated $500 to the OHA.
* Contributed $1,000 to the UFCW 1529.
+ Contributed $1,500 to the CUPE 500.
* Gave $120 to the Vancouver Musicians Association.
+ Donated $250 to the Memphis Fire Fighters Local 145.
+ Donated $330 to BKRS 144,
+ Gave $120 to Les Voix Solidaires Choir.
+ Gave $500 to the Oregon Hunter's Association,
* Contributed $50 to CEP 324.
+ Donated $400 to the Washington APWU.

* Contributed $200 to the North Carolina Association of
‘Teachers Assistants,

* Contributed $300 to IBT 81.
* Gave $300 to the NOLC.
+ Donated $350 to the Montana Snowmobilers Association,

Eric Giglione Agency
* Donated $10,000 in association with the American Income
Home Office to the New Jersey State AFL-CIO Legislative

Mark Hancock Agency

+ Gave $150 to the Indiana Democratic Party Annual
Jefferson Jackson Day Dinner.

* Contributed 875 to the Indianapolis Fire Fighters Local 416
Survive Alive program.

+ Donated $300 to the Central Indiana Labor Council.

+ Donated $300 to Laborers of Indiana golf tournament.

+ Contributed $150 to the Tippecanoe Building Trades
Council golf outing,

David Zophin Agency

+ Gave $200 to the OPEIU Local 6 scholarship fund,

+ Gave $500 to the Massachusetts AFL-CIO.
Donated $250 to the Pioneer Valley Democratic Campaign.
Contributed $1,000 to AFSCME Council 4.
+ Contributed $75 to the Working Families Campaign.
+ Gave $50 to the Springfield Democratic Committee,
Gave $250 to Teamsters Local 1150,
Donated $500 to the UFCW Local 371 golf outing.
Gave $500 to the UFCW Local 1445 charity foundation,
+ Contributed $500 to the Rhode Island Burn Vie

Memorial Fund.

Donated $300 the IAM
опне the 2
> у;

52
y via e-mail to bfrizzell@ailife.com

Back to the Basics 7

SGA PRODUCTION

* Note: The Performance Factor is the average of the First Ye

Objective percentage and the Net ALP Objective percentage.

18 в

* Note: The Performance Factor isthe average of the First Year Objective percentage and the Net ALP Objective percentage.

2005 Ш Back to the B 19

PR Representatives

PR Manager

Debbie Enstedt
Winnipeg, MB.
Category А:
Rona Pileggi Spano Malka Arony
Woodridge, IL a Phoenix, AZ
Category B:
Brenda Swecker Lou Nell Busby

Category С;

Canonsburg, РА

Renee Flannery
N. Royalton, OH

Spotlight May 2005 Ш Back to the Basics

Jeffersonville, IN

Cheryl Cook
Harrisburg, PA

April Production YTD Production
PR Manager PRN г Cards SGA
1. Debbie Enstedt Debbie Enstedt 58,443 | Rick Altit
2. Malka Arony 72. Joseph Galusha 18,961 | Durhon Oldham
3. Joseph Galusha 4237 |Durhon Oldham 3. Malka Arony 18747 |Cohen/Hartman.

3. David Blaisdell 2480 | Rick Altig 3. Manon Brulotte 8,088 | Altig-Lyse

4, Mark Gagliardi 2222 | Jaofi-Fori 4, Richard Meshulam | 7,582 | David Cohen.

5. Richard Meshulam | — 2,65 | David Cohen 5. Rona Pileggi Spano | — 7,199 | Bob Olson
Category B Мо, Cards SGA Category B №. Cards SGA

1. Brenda Swecker 2,239 | Chris La Fond "1, Catherine Briggle | 6,427 | Steve Hartman.

2. Lou Nell Busby 1,802 | Vie Hancock 2. Vivian Dwyer 6,288 | Altig-Hay/Bitman
3. Mario Soljan 1,066 | Steve Friedlander 3, Irene Ruryez 3,809 | Jim Surace

4. Vivian Dwyer. 1,062 | Altig-Hay/Bitman 4, Brenda Swecker 3,552 | Chris La Fond

5. Irene Ruryez 802_| fim Surace Mario Soljan 177_| Steve Friedlander

All Time PR Group
Mon

ion Record

Category A + SGA categories one and сва. Category В = SGA categories three, four, and five. Category C = Top number of group credits signed from ай
SGA categories. Public Relations Manager selection guidelines for recognition in the Spetgh are as follows: Must verse PR Representatives coded and meet all
(production requirements. Also, please note, the number of leads will be used to break а бе in Category С.

Spotlight May 2005 № Воск to the Basics 21

Operations

BOW THE pesx or
Rob Falvo
Feld Openitions

'The SGA Bullpen

Every good baseball team has pitchers in the bullpen preparing
to pitch during а game, ‘The bullpen is where the pitchers warm-
up and hone their skills for the big moment when they vil take

the mound,

Using this

me philosophy, at American Income and National
Income, we have decided to put together our own bullpen of SGA
is bullpen will allow these MGAs and RGAs to

prepare and hone theit leadership skills for the opportunity of

candidates, T

becoming a State General Agent.

Listed below is the current *

nominations, and after пи

ting with everyone, we

GA Bullpen.” We started with 42

arrowed it

down to the best 22 candidates, You will sec only 19 on the list

because three already have been appointed to SGA positions

This is an excellent opportunity and is the ultimate step on the

leadership ladder, Therefore, on behalf of all of us at the Home

Office, 1 would like to congratulate you on your selection.

The Bullpen as of April 21, 2005
MGA/RGA SGA

МСА/ВСА $СА

1. AJ O'Connor
Alex Roland
Bill Heath

Steve Greer
Chris La Fond
Mark Hancock
Rick Altig
Rick Altig
David Cohen
"Tyrone Conard
Rick Altig
Altig-Orlovic
Rick Altig

4, Brian Traboulay
5. Chad Deley

6. David Туе

7. Demetrius Peete
8, Dustin Raaum

9. Dustin Venekamp.

10. Jeff Churchfield

22 Spotlight May 2005 № Back to the Ва

11. John DeRosier
12. Josh Goodman
13. Lee Conti

14, Marcus Smith
15. Mitch Duplantis
16. Rob Dunn

17. Roger Fung

18. Roland Fletcher
19. Wayne Hendricks

Williams-Williams
Bill Jennings

Eric Giglione

Jim Surace

Mare Rosen

Mare Morton
Rick Altig

Bill Taylor

Joseph Manone

Insight

The face of Am.
changing, and that represents an opportunity for you.

Did you know, in 1999 we wrote $52,000,000 in sales of
Which $31,000,000 were from union members? In 2004, we
wrote $89,000,000 and just $37,000,000 of that came from
inion membership.

ican Income and National Income is ever-

jon marketplace is a finite opportunity which, when
day account for maybe $55,000,000 in

tremendous privilege to be of service to the union

maximized,
sales. It is

may son

membership throughout America, Canada, and New Zealand,
However, we really need to expand our horizons if,

as a company,
we intend to continue

it amazing growth of the past five years,

Given the above, this represents a ground floor opportunity

‘The current level of premium we write on an annual basis will
soon serve only as the foundation of future sales. We have

New Agent, Willie Hollis of the Steve Friedlander Agency
in New Zealand, works primarily referrals and Child Safe
and received nearly $3,000 in bonus money for his first
month of production, nearly $20,000 in Net ALP.

A Ground Floor Opportunity —
Non-Traditional Leads

sources for premium that we have yet to capitalize on, ‘These
sources include Partners? Plan renewals, our privacy mailing, the

senior marks

3lobe leads, Child Safe, referrals lists, associations,
and even our own policy holders

Just imagine if you could excel in one ог two of these
markets just like Willie Hollis of the Steve Friedlander Agency
in New Z
Willie wrot

aland? See the write up below to find out just how

most $20,000 of premium — essentially from self-

generated Child Sale leads and referrals!

Over the next several months, РИ introduce to you some of the
top performers who specialize in generating their business from

these non-traditional markets,

Your company was built on dreaming big and implementing

realistically. How big can you dream?

“My wife and 1 have put out the Child Safe stands and
boxes throughout our community. We have placed them
in medical centers, schools, child care businesses, and
other locations. 1 believe Child Safe offers a wonderful
opportunity here in New Zealand, Our children are our
greatest gift and when I show the kit to families, they are
just blown away by it, Once I explain the features of the
Child Safe program, they are more than willing to give
me a chance to show them what other benefits American
Income can offer as far as family protection. 1 don't have
to do that much from that point on because the insurance
basically sells itself.

As for referrals, I get many through the visits I make from
the Child Safe leads. When the word gets out about
the benefits we are offering, people are just excited about
finding out more. More than that, I am excited by the
privilege of telling them.”

"Child Safe is just cream on the pudding because the insurance just sell itself”

Spotlight May 2005

Wi Back to the Basics 23

3 ; New оа.
N x July, 97530, 20%

T NEW, ORLEA ORLEANS ^

Malka Arony

Billy Sau

Cheryl Cook

Richard Meshulam.

Renee Flannery

Susan Fuldauer
othy Farr

Charles
Kenneth Altizer
Cyntha Lebun-Yaffe
Jerry Hartnett
Robert Dailey
William Verbeten
Brenda DiSomma
Becky Cutler

Vivian Dwyer
Leigh Yost

Krissa Hensley
Brenda Swecker
Kelly Bittle

Irene Rurycz

Donald Spohn
Suzanne Powers
Lou Nell Busby
George Farenthold

Public Relations Bonus

Qualifiers

$1,979.10
$1,693.46
$1,358.98
$1,135.20
$1,059.44
$1,056.24
$985.05
$922.12
$783.43
$765.93
$763.69
573494
$724.52
$707.64
$656.40
$628.49
$606.40
$59828
$582.12
$57334
$55632
$533.32
$532.81
$503.67
$471.46
$465.60
$453.92
$439.40
$430.79
$387.80
$337.00
$323.64
$314.64
$309.42
$281.19
$273.15
$267.99
$256.32
$231.93
$231.66
$219.07

JANUARY
FEBRUARY
MARCH
APRIL

MAY

JUNE

JULY
AUGUST
SEPTEMBER
OCTOBER
NOVEMBER

DECEMBER
Total

$26,135.87

Doreen Foti-Ryan
Barry Dillah
David Iie
Jim Bianchi
Sonny Gurey
Matthew Wotfanger
Dorian Oldham
эмсе Hauek
Ата O'Connor
Hal Herman
Earnest Loveless
Steve Foti
Christopher Hernandez.
David Ackerman
David Human
‘Theodore Pappas
Wilt Hayden
‘Cohen, Micah
Diane Carrion
James lip
Wayne Hendricks
Allan Jennings
Susan Bergh
Jason Mollo
William Schwarz
Melanie Cohen
Scott Johnson
Bridge Driscoll-Hune.
Scott Rhodes
Nex Roland
Roger Johnson
Robert Dunn

з692061
$6,032.34
$5,747.09
$5,186.11
$5,078.60
$5,046.37
ила
3425685
3398223
$5,987.44
3372259
0874
$3,437.60
$3,238.88
saa
5306236
5350754
328355
3285765
5175884
$2,673.52
$2,667.05
$2,645.89
82,615.08
3258975
2473.73
$2,438.89
$2,418.51
$2,290.85
$2,274 09
$2,265.99
$2,216.87

Leadership Bonus.

April Bonus Qualifiers
Michal Walsh ne,
Sidney Hodge sissoo
Samuel Cohen $1763.67
бн. КҮЛ
Joke Hancock m
Joegh Callahan suas
Ngochich Cao ne
Cesar Auriga зами
Brian lane эзы
Мы nun
Karen Мейд знао
Andrew Limo sas
Gershon Klein 166022
Salvatore Giacchi $619.48
Manel Olea sius
Бате Lorena setas
VET $596.99
Philip Pata $529.64
John Buse 15095
Walia Сый» sen
Evelyn Amador. и»
Mary Ann Gace замо
Shea ieee p
Noc Gonzales san
Cheri Foni sam
—— a
Clayton Роже p
card Barbour sun
Leo Porter p
Mark Gorman son
Paul Gouveia по
Michael Nowak $306.09

Spotlight May 2005

W Back to the Basics

Steven King
‘Wayne Ulrich
Mathew Kernan
Ray Sharples
Omar tushini
Stephen Maloney
Justin Harris.
Bradley Kulak
Shawn Richmond
Russell Lewis
Andrew Manchon
Richard Cassidy
Glenn Seon
Jamie Winker
Lis Roemer

Lai Назва
Ricardo Ferreira.
Laura Fisher.
Michael Leith
James Larkin
Wes Elder

Victor Quimson
Frank Soren
Rainey Humera

$300.43
329245
$286.41
а
$202.61
3262.32
126001
32554.
COEN
$247.96
$9245.90
32047
nan
$2990
$236.63
$236.56
31646
$234.24
юмо
$205.73
518076
m
316579

36626

Spotlight May 2005 № Back to the Basics

Retention Bonus

Spotlight May 2005 № Backto the Basics

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